Your Realtor Connection

Many contractors, while searching the local area for new business tend to overlook a rather large market that is capable of generating on-going business for years: Realtors.

The vast majority of preowned houses that enter the market require some sort of upgrade or repair. While some may be minor fixes such as a new walkway from the driveway to the front door, others will require massive foundation rebuilds, septic system replacements, or even complete electrical rewiring. Projects that will need time and labor to complete. Every Realtor worth his or her license wants a large list of contractors to call upon for these projects.

However, a Realtor won’t recommend a sub-par contractor. They will want proof that you can live up to a certain level of standard which is easier than you may think. Realtors want contractors who show the three “R”s. Reputable, Reliable, and Resourceful. If you, as a contractor, can show these qualities to a nearby Realtor, you can guarantee regular repeating business through the housing market.

Reputable- Unless they are in a pinch, no Realtor will refer business to you without doing some research. Sadly, this means that it can be difficult to get on a Realtor’s list when you are just starting out. However, as your reputation increases, that difficulty will decrease. When you approach a Realtor for referrals, remember to bring testimonials from happy residential clients.

Reliable- On average, Realtors may only do business with their client only once or twice in a lifetime. However, in this digital age where everyone can post an opinion, a Realtor who receives negative reviews because the contractor disappeared in the middle of a project or did shoddy work, will drop that contractor in a heartbeat. On the other hand, if you can get projects completed with speed and quality on a regular basis, you’ll jump to the top of the Realtor’s list.

Resourceful- This is where quite a few contractors lose Realtor business. People who are selling their homes may be on a tight budget until the sale closes and can’t afford the full upgrades and repairs to make their home presentable. A contractor that can present the home owner with alternatives to fit a tight budget will earn the gratitude of the Realtor. Does this mean that you should be recommending low quality materials that the next owner will curse you for? Not for a minute, but you can make suggestions that will make the house more presentable without breaking the owner’s bank. The owner will be happier which will make the Realtor happy and more likely to contract with you again.

Realtors live on their reputation and if you, as a referral, make them look bad, you will lose not only their business, but may be blacklisted among all other local Realtors. By sticking to the three “R”s, you may well build a business base that will keep you busy for the foreseeable future.